Consultative selling is perhaps one of the most exciting and least explored topics in the sale.
Nowadays, selling is more and more complex.
So far, nothing new, I’m sure you’re thinking.
What used to be 2 or 3 phone calls and a meeting, today it takes months and months to reach a final decision.
It is reasonable to say, “the process is stopped,” “there is no way to decide,” and so on.
One of the main mistakes we find when working with the teams in the Training and Commercial Coaching processes, where we have the opportunity to analyze their process thoroughly, and commercial method is related to the lack of strategy.
It is common for us to keep looking at a complicated sale in the same way as a simple … [ Read the rest » ] “Consultative Selling: Anatomy of a Complex Sales Process?”